Sales Management Archives - SalesDrive, LLC

Are You Wasting Time and Money on Bad Sales Training?

Sales training is a multi-billion dollar industry in the United States, yet most sales managers still struggle with frequent employee turnover and low-performing sales teams. Perhaps the financial success of the training industry is indicative of the fact that managers are desperate to fix their underperforming sales teams with transformative seminars and weekend retreats. With all the training options available, and all the money being spent on training, why are managers still struggling? Is sales training simply ineffective? It turns out there are a few key differences that make sales training effective or ineffective. If you have ever been disappointed

Sales Management

The Sales Manager’s Number One Misconception

Is your sales team underperforming? Are you thinking about hiring more salespeople to meet the new business numbers your company needs? Adding more salespeople to your team seems like the obvious solution to low performance, but before you start hiring sales reps, take a hard look at what you already have. Chances are, what you need is a better strategy for utilizing your current team, not more salespeople. Why Not Just Hire More Salespeople? Have you heard of the 80/20 principle? It is the idea that 80% of an effect is created by only 20% of the cause. The 80/20

Sales Managers: Avoid These 11 Common Onboarding Mistakes

Employee turnover in sales is overwhelmingly common and expensive. For your company to be successful, it is critical to invest time and money in acquiring and keeping the right people. Giving new hires a strong start at your company with a well-conceived onboarding plan will help you hang on to the great salespeople you fight so hard to attract. The first few months of a new salesperson’s time at a new company are inherently overwhelming, but it is also when employees are at their most malleable. Set your new hires up for success with structured onboarding and training to help

What Makes a Good Sales Manager?

As a sales manager, you are the link between the decision makers at the head of your company and the salespeople doing the daily work on the ground. Your job is to see the big picture from the leader’s perspective, understand it and communicate it to your team. You also have to understand the day-to-day reality that your team faces, how it relates to the big picture, what works and what does not and communicate it to the leadership. Managing a sales team is a challenging job, and it can be easy to lose sight of your purpose in the

A Sales Leader’s Guide to Managing Millennials

The Pew Research Center defines millennials as the generation born after 1980 that came to early adulthood in the early 2000s. Reporters have a lot to say about millennials, who are stereotyped as entitled individualists who are slow to leave the nest but, like it or not, millennials are entering the workforce in large numbers. It is important that managers spend some time getting to know this unique generation if they want to work well with them, especially in a sales environment and managing salespeople. What Makes a Millennial? millennial was the first to grow up with computers in his/her

Sales Management

Does Your Sales Team Need More Structure?

According to a survey conducted by the Harvard Business Review earlier this year, there are five things that set top-performing sales teams apart from average and low-performing sales teams. Of those five things, the two that are most actionable are that high performing sales teams tend to “employ a more structured sales process” and “hold their team members to a higher level of accountability.” As a manager of a sales team, a well-structured process can help you set and meet sales planning objectives more consistently, identify problems within your team, motivate your salespeople to achieve greater success and hold them

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Are You Wasting Time and Money on Bad Sales Training?

The Sales Manager’s Number One Misconception

Sales Managers: Avoid These 11 Common Onboarding Mistakes

What Makes a Good Sales Manager?

A Sales Leader’s Guide to Managing Millennials

Does Your Sales Team Need More Structure?